How much do you charge? The Dreaded Question.
It's one of the hardest questions to answer without feeling feelings.
When a client or perspective clients asks, "How much do you charge for a Brazilian"?
Here's a sample conversation that you may be having with yourself after someone asks this question.
ME: They seem interested, but will they still be after I tell them the price"?
ME AGAIN: "Yeah, most people don't understand how service prices are calculated".
ME & ME: "What if they can't afford it? Should I quote them a lower price just in case, so I can make sure that they can afford it"?
STILL ME: "I really hate talking about money. I'll just hand them a menu or direct them to my website and they can read it for themselves".
In reality this conversation takes only a few seconds, but seems like a lifetime because of the angst we put ourselves through.
Here is how I respond when someone asks how much I charge.
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Client: Crickett, how much do you charge for a Brazilian?
Crickett: Have you ever had a Brazilian before?
Client: No this is my first time. I'm really nervous.
Crickett: You are in luck. I am a Brazilian waxing expert. Brazilians are my specialty. I've been doing them for 17 years.
Client: Really??
Crickett: Yup. And I use hard wax, which makes the experience so gentle that you probably won't even feel like you're having anything done. And did I mention I also train other beauty professionals how to wax as well?
Client: I had heard you were the best.
Crickett: That's very kind of you to say. I would be happy to get you on the books. And don't worry, it's really not as bad as you've heard. I have great technique and 'll take excellent care of you.
Client: Yeah. Ok. Let's do it.
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At no time do I quote a price. Because it's not about a price, it's about making the client feel comfortable. That they know, like and trust in your abilities. That's invaluable.
I realize that my story is unique and different from your story. But the same key elements will still apply;
- Use great products like The Wax Chick line
- Are a Brazilian waxing expert (having trained with The Wax Chick)
- Will make them feel comfortable and provide an excellent service
If someone asks, "How much do you charge for a Brazilian" and you just blurt out a number (let's say $40), it means nothing. It's just a number without any sort of value attached to it.
When clients (or potential clients) ask the "how much" question, they are really asking if they can trust
- that you know what you're doing
- that you'll take good care of them
- that you'll make them feel comfortable
So throwing out a random number doesn't tell them any of those things.
Quantify your number. Own your number. Trust you are worth your number.
By the way, your number should be a high one. Just saying.